SBI Growth

OCTOBER 7, 2012

Get the entire list of Sales VP Best Practices by registering for our Making the Number tour here. Consider these metrics to change the process: Define Stage Exit Criteria: Map your Sales Process directly to the Buying Process and name Buyer Driven Exit Criteria. Our client got back over 35 days in one year. selling days).

Forecasting 267

Forecasting Top of Funnel Funnel Pipeline 267

Partners in Excellence

JUNE 1, 2021

We learn from our peers and colleagues. As managers, we learn about our people, what makes them tick, how we maximize their performance. They are obsessive about this. We stopped to cross a street, he paused, turned to me, and said, “Dave, did I ever tell you how much I learn from you? Well It Worked, Didn't It?"

Objections 87

Objections Face-to-face Study Intent 87

Partners in Excellence

JULY 24, 2019

In sales we are deluged with all sorts of metric, most of which are meaningless, many of which are contradictory. Too often, these metrics divert a lot of sales time and way too much management time trying to understand and track. So the goal is to simplify our metrics to the few most critical to enable us to answer that question.

Sales Cycle 59

Sales Cycle Quota Pipeline Intent 59

Partners in Excellence

FEBRUARY 25, 2018

In are quest for easiness, we are cultivating a mindset in our organizations that does not match the reality of our buyer’s worlds. We are spoon feeding everything to our people, setting expectations that things should be easy. It creates a dysfunctional culture and wrong expectations within our organizations.

B2B 49

B2B Social Selling Research Lead Rank 49

Chorus.ai

MAY 4, 2020

I joined the company in 2015 and sensed early on then that something was missing from our sales program. Chorus really helped us turn in the right direction and I want to share our experience with the hope it will help other sales teams improve their performance. As a result, we’ve seen key metrics change dramatically.

Conversion 62

Conversion Customer Film Lead Rank 62

Partners in Excellence

JANUARY 7, 2015

My post, “Top Performers, Obsessive Learning, Relentless Execution” has stimulated a lot of discussion on both the blog, LinkedIn, and through email. Too often, we reinforce blind execution with our activity metrics, so people achieve those goals, yet fail to accomplish anything. Our learning informs how we execute.

Pivotal 48

Pivotal Face-to-face Call-back Study 48

Partners in Excellence

DECEMBER 4, 2019

We get so busy in the activities we do in our jobs that we don’t understand what our jobs are. Of course, we have some idea–if we are sales people, we have to get out and sell, we have to make our quotas. If we are SDRs, we have to follow our scripts, make our numbers for outbound/inbound calls, create SQLs or SALs.

Face-to-face 62

Face-to-face Resources Compensation Outbound 62

SalesLoft

APRIL 29, 2016

Both the SDR and the AEs have metrics they care about. Studying this gives a defined perspective on our roles as sales contributors, and in order to be the best sales development leaders we can be, we’ve got to feel the pains and needs from both sides. You likely care about: Leads. MQL per lead. Number of new deals. Win rate. %

Lead Rank 52

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 52

Partners in Excellence

JULY 5, 2018

Business people, particularly sales, are obsessed with numbers. It should be no surprise from a segment that defines itself by an acronym, that metrics are acronyms, including ARR, LTV, CLV, CAC, Arpu, and on an on–you get the point. . Each of us has to look at our own performance.

Proposal 48

Proposal Marketing Qualified Lead Margin Hiring 48

EyesOnSales

NOVEMBER 29, 2017

The metrics foreshadow a company that has grown to a size significantly larger than its current state. You probably already know that a big part of the growth and metrics discussion involves acronyms like MAU, CAC, and LTV — but do you know what they are? They are hack-obsessed. If not, learn them now.

Scale 65

Scale Hiring Cold Calling Objections 65

Sales Hacker

SEPTEMBER 19, 2019

Outbound email isn’t used to contact just anyone that comes our way. We use it to reach out to a selected group of potential customers who — although they haven’t heard about our company before — can achieve the greatest success with our offering. The essential thing to remember is that we shouldn’t sell over our first email.

Outbound 73

Outbound Ideal Customer Profile Campaigns Social Media 73

SalesLoft

APRIL 21, 2020

I need to ensure all of our external tools and systems are running smoothly so that we can offer a boutique, customized experience for potential members and members alike. And while I’m absolutely obsessed with dogs, I won’t be taste-testing kibble any time soon. . Without high data quality , you can’t make sense of what you’re seeing.

Data 52

Data Sales Management Lead Rank Lead Scoring 52

Partners in Excellence

APRIL 8, 2015

Not looking at alignment of strategies, goals, metrics across the silo. Organizations who are not customer obsessed. ” “What practices should we be stopping?” Organizations stymied by traditional silos, not looking at meaningful collaboration across those silos. Talk To Someone Different Or New!

Trade Show 48

Trade Show Guidelines Conference Proposal 48

LeadFuze

JUNE 29, 2021

What methods are we going to use to sell our offering? This stage includes looking at crucial sales metrics such as: Opportunity win rate — The percentage of sales opportunities that your sales team converts into customers. Want to find those high-quality leads and filter by industry, location, size and a dozen other metrics?

Ideal Customer Profile 119

Ideal Customer Profile Lead Rank Lead Scoring Strategy 119

Partners in Excellence

JUNE 30, 2012

All have set goals and metrics. They measure their progress against those metrics, they obsess on data. Why we as sales professionals don’t continuously do the same thing to reach the top of our profession is beyond me–but that’s another post. They set interim goals and milestones.

Training 91

Training Sports Outside Sales Insurance 91

LeadFuze

DECEMBER 1, 2021

Our job is to help ignite each member of our team. ” The data-obsessed coach. Most sales leaders are managers, and they base coaching conversations on reported metrics. After my rep has shared their definition of success, I stop talking and they can continue. Leadership brings transformation.

Data 52

Data Sales Coaching Coaching Lead Rank 52

Partners in Excellence

MAY 19, 2015

Sales managers seem to be obsessed with pipeline reviews. The size and importance of these two deals distorted the whole pipeline metrics and integrity. But it doesn’t stop there. How do we know we have integrity across all our deals? But it was too long. To some degree, this makes sense. No related posts.

Pipeline 48

Pipeline Forecasting Top of Funnel Sales Process 48

Chorus.ai

JANUARY 17, 2020

This is an even more difficult type of wider slump to deal with than our previous example, but reassessing your sales objectives is a good start. Our research shows that reps need to be masters of storytelling, presentation, and possess expertise in their field to be well-suited to their job. It’s a lot to ask! Get the Quick Hit List.

Top of Funnel 68

Top of Funnel How To Cold Calling Funnel 68

The Brooks Group

AUGUST 3, 2015

I need for my team to stop being so revenue obsessed,” he said. But our future demands that we think differently.”. How Is a Leading Behavior Different from a Leading Metric? Metrics are quantifiable. No one is perfect, including our top performers. Don’t get me wrong, I still care about revenue and results.

Intent 40

Intent Coaching Lead Rank Lead Scoring 40

Partners in Excellence

OCTOBER 11, 2015

Task forces are assembled to redefine MQL, SQL, align goals and metrics, and scratch their heads to figure out how to drive demand. These top performers are obsessed and relentless ! It’s work–it is a numbers game–but there are things we can do to shift those numbers in our favor.

Sales Qualified Lead 48

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Gen 48

Hubspot Sales

MARCH 12, 2018

But, I don’t blame our SDRs or our salespeople. In our pursuit of short term productivity, we’ve become addicted to the efficiency that technology provides. Caught up in this technology obsession, we’ve neglected to teach junior sales professionals how to build relationships. Shame on us. Congratulate them.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Partners in Excellence

SEPTEMBER 16, 2022

.” We have to track our prospecting opportunities, but we need to keep them separate from the pipeline metrics. Including prospecting opportunities in pipeline metrics is meaningless. Again, we have prospecting metrics through which we are tracking activity. Our job is to achieve our goals, to hit the numbers.

Pipeline 117

Pipeline Ideal Customer Profile Sales Cycle Forecasting 117

DocSend

DECEMBER 20, 2017

Here, we’ll share our 6 step process for conducting your next sales content audit: Set a few measurable goals. Here are examples of goals we’ve set at DocSend: Increase the average completion rate for our sales deck by 35%. You’ll notice that all of our goals are specific and measurable. Map your library of sales content.

Top of Funnel 64

Top of Funnel Analysis Funnel Case Study 64

DocSend

DECEMBER 20, 2017

Here, we’ll share our 6 step process for conducting your next sales content audit: Set a few measurable goals. Here are examples of goals we’ve set at DocSend: Increase the average completion rate for our sales deck by 35%. You’ll notice that all of our goals are specific and measurable. Map your library of sales content.

Top of Funnel 40

Top of Funnel Analysis Funnel Case Study 40

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. We’re here to roll out the carpet for them, and we owe them a world better than our own. Never stop learning and growing. Anything less is failure.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

OCTOBER 21, 2019

The dean, the faculty of the college of business, and I believe our university needs a sales minor to compliment its business degrees. We have our first full-day Summit coming up in October! My goal was to get regular mechanics to refer transmission repairs to our shop. Time is our most valuable asset. Amy Appleyard.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Hubspot Sales

JULY 23, 2019

This process saves our clients’ salespeople a lot of time because once we schedule a set of emails to send, we don’t have to worry about which email to send next or when to send it,” Berrigan says. Of course, FullFunnel doesn’t stop there. Let’s start from the top and work our way down the anatomy of a perfect sales email.

Prospecting 100

Prospecting Top of Funnel Ideal Customer Profile How To 100